The Secret Language of Business

The Secret Language of Business reveals the secrets of body language and nonverbal communication. Successful professionals need more than just good communication skills, you also need the ability to interpret the nonverbal signals that everyone displays. You’ll learn how to master and manipulate your own body language, read the body language of others, and influence people through your new skills and perception. No matter what business you’re in, this is a valuable guide to achieving more in life and business.Zu den Themen Körpersprache und nonverbale Kommunikation gibt es hunderte von Büchern. Kevin Hogan überschreitet dabei die Idee der Körpersprache als reines Referenzmaterial und bringt sie durch The Secret Language of Business mit der Geschäftswelt in Einklang. Diese Buch ist auf das Lehren des A und O der Körpersprache ausgerichtet und wie diese nicht nur das private und geschäftliche Leben berührt, sondern letztendlich auch verändert. Die Einführungskapitel klärt über die Grundlagen von Körpersprache auf und die Kraft, die sie besitzt, Einstellungen, Aktionen und Ergebnisse zu beeinflussen. Nachdem Sie diese technische Aspekte bewältigt haben, wird Hogan Ihnen beibringen, Ihre Körpersprache zu Ihrem Vorteil in allen Aspekten des Berufslebens (Meetings, Verkaufstagungen, Bewerbungsgespräche, Management, etc.) zu nutzen.

Acknowledgments xv

Introduction xvii

The Purpose of This Book xvii

What to Expect from This Book xix

How to Use This Book xxiv

About the Author xxvii

1 The Secret Language of Business 1

The Study of Nonverbal Communication 6

Chapter 1 Takeaways 14

Chapter 1 Worksheet 15

2 The Power of the Secret Language of Business 17

Why Should You Care about Body Language? 18

Chapter 2 Takeaways 32

Chapter 2 Worksheet 33

3 Elements of Body Language 35

Eyes 37

Face 40

Gestures 42

Touch 46

Posture 49

Movement 50

Appearance 51

Voice 54

Chapter 3 Takeaways 56

Chapter 3 Worksheet 57

4 Context and Environment 59

How Context and Environment Influence Body Language 60

Same Body Language, Different Perceptions 69

When Body Language and Context Are in Conflict 70

Chapter 4 Takeaways 75

Chapter 4 Worksheet 75

5 Proxemics: The Secret Language of Business Up Close 77

What Is Proxemics? 78

The Relationship between Body Language and Proxemics 81

How Big Is Your Bubble? 83

Different Environments, Different Distances 84

Using Proxemics to Improve Your Communications 84

Chapter 5 Takeaways 85

Chapter 5 Worksheet 86

6 What Does Your Body Language Say about You? 87

Status 89

Dominance 91

Submission 94

Uncertainty 96

Confidence 98

Personal Identity 99

Chapter 6 Takeaways 100

Chapter 6 Worksheet 101

7 Personal Interactions 103

Appearance 104

First Impressions 105

Building Rapport 106

Establishing Trust 107

Reading Messages 108

Sending Messages 108

Deception 111

Affection 115

Anger 117

Intimacy 118

The Complex Formula for Succeeding in Getting Attention from the Opposite Sex 120

Separation 123

Chapter 7 Takeaways 124

Chapter 7 Worksheet 125

8 The Secret Language of Influence in Business 127

The Business Environment 129

Meetings 132

Selling 134

Hiring 136

Peer to Peer 138

Manager to Subordinate 139

Chapter 8 Takeaways 140

Chapter 8 Worksheet 141

9 Secret Language of the Sexes 143

The Differences between Men and Women 145

Gender Differences in Sending 147

Gender Differences in Receiving 148

Navigating through the Differences 149

Chapter 9 Takeaways 151

Chapter 9 Worksheet 152

10 Back Home with the Kids 155

The Parental Role 157

Newborns and Infants 161

Toddlers and Preschoolers 162

School-age 163

Preteen 164

Teen and Young Adult 166

Adult Children 167

Grandchildren 168

Chapter 10 Takeaways 170

Chapter 10 Worksheet 172

11 Using The Secret Language of Business 173

Body Language in the Real World 174

Sending Powerful Nonverbal Messages in the Real World 177

Receiving Nonverbal Messages in the Real World 180

Observing Nonverbal Messages in the Real World 183

Is It Influence or Manipulation? 185

Integrity and Intent 186

Chapter 11 Takeaways 188

Chapter 11 Worksheet 189

12 Body Language and Other Cultures 191

Global Similarities and Differences 192

Common Cultural Misunderstandings 194

The Influence of Culture and History 196

Respect and Accommodation for Others 198

Chapter 12 Takeaways 199

Chapter 12 Worksheet 200

13 Practical Applications 203

Academia 204

Business 206

Diplomacy 207

Politics 209

Everyday Life 210

Chapter 13 Takeaways 211

Chapter 13 Worksheet 212

Bibliography 215

The Body Language Home Study Course 217

Need a Speaker for Your Company or Convention’s Next Meeting? 218

Index 219

KEVIN HOGAN is one of the nation’s leading body language experts, as well as a public speaker and corporate trainer. He teaches, trains, and speaks about persuasion, influence, body language, emotional intelligence, communication, and motivation. He holds a doctorate in psychology and has consulted to many of the nation’s biggest and most well known companies and organizations.

Kevin Hogan hält Reden und ist berufsmäßig Trainer und Lehrer zu Überredung, Einfluss, Körpersprache, emotionale Intelligenz, Kommunikation und Motivation. Er hält mehrere Kurse im Monat. Er hat einen Doktortitel in Psychologie und hat sich ausführlich mit dem Themengebieten Beeinflussung, Hypnose und nonverbale Kommunikation beschäftigt.

Doing business is a lot like playing poker; you make calculated risks and tough decisions based on the best information you have. In poker or business, it always helps to know what the other guy is thinking. Is he for real or full of it? Is he telling you the truth, or just telling you what you want to hear? Whether you’re negotiating a deal with a client or collaborating on a project with a colleague, knowing what the other guy is thinking will always give you an edge.

In The Secret Language of Business, Kevin Hogan reveals the basics of body language and how it exposes and influences attitudes, actions, and outcomes. Everyone conveys information through body language, whether they know it or not. Interpreting body language isn’t magic, but a science you can master. This practical guide is based on hard science, reputable sources, and real-world situations. Master the concepts you find inside, and you’ll gain a big advantage in every aspect of your life—professional and personal.

Based on Hogan’s twenty years of experience in communication, influence, and persuasion, The Secret Language of Business explains the key elements of body language and how they influence communication. It explores the meaning of what people wear and the symbols they surround themselves with and also details the importance of various contexts and environments in which communications take place. In addition to reading and analyzing the body language of others, Hogan will show you how to master and manipulate your own body language, regulating the information you reveal to others.

In order to be a truly successful professional, you need more than just communication skills; you also need the ability to interpret the nonverbal signals that we all display. The Secret Language of Business, for the first time, applies the little-known secrets of body language and nonverbal communication to the realm of business. If you’re a manager, salesperson, negotiator, business owner, or any sort of professional who deals with other people on a regular basis, the skills and knowledge inside are invaluable tools for achieving success in business and in life.

For more information, visit www.kevinhogan.com